Real-Time_Physician_Market_Insights

Harnessing the Power of Real Time Market Research

InCrowd enables market researchers across the life sciences industry to get physician insights faster, easier and more accurately with real time market research. The ability to get immediate answers from key target audiences gives the life sciences industry the opportunity to respond with confidence.

Through micro methodology, which is brief but impactful research, InCrowd is changing the healthcare research landscape.

InCrowd, Inc. achieves this via an online platform that provides life sciences companies with real time answers to product development questions from their target audiences. Its solutions include MicroEval that allows users to evaluate their target product perceived benefits and barriers, as well as provides the current market and product launch impact on the treatment landscape. The company also provides MicroTracker, a solution that allows users to track their brands performance against competitors with primary market indicators, such as unaided brand awareness, primary brand performance metrics, longitudinal brand tracking, and dominant brand descriptors. In addition, it offers MicroTest, a solution that provides preference ranking by determining the concepts, images, videos, and messages that are most appealing or most likely to influence prescribing behavior among the target audience, as well as provides key performance indicator ratings and open-ended impressions. The company’s platform provides feedback from physicians, nurse practitioners, nurses, physician assistants, hospital administrators, psychologists, optometrists, pharmacists, and other licensed healthcare professionals. InCrowd, Inc. was incorporated in 2011 and is based in Boston, Massachusetts.

Products & Technology

InCrowd’s technology enables what they have termed Microsurveys— these are built as an integrated market research system that connects life science companies directly with prescribers, and other healthcare stakeholders, in real time using 2-5 minute microsurveys.

Microsurveys offer:

An easy self-service or professional service application with 11 question types
Access to a Crowd of national and international respondents that are targeted, verified and can answer from any device, anytime, anywhere
Responses available in real time and delivered directly. Advanced reporting and analytics are available upon request.

MicroEval allows the marketer to evaluate the target product profile (TPP) using five questions with results in as little as 48 hours.

MicroTracker makes the tracking of a brand’s key performance metrics easy, intuitive yet delivering quick and deep insight in a pervasive fashion.

With MicroTest, test concepts, advertisements, or other stimuli before and throughout the product lifecycle.

The Position

Reporting to the CEO, the EVP Sales for InCrowd is responsible for playing the leadership role in the sales function of the company, planning and directing all aspects of the sales organization including sales strategy, new customer acquisition and existing key account management and growth.

This position serves as a key member of InCrowd’s Executive Team providing vision, strategy and direction to all functions regarding sales. The EVP Sales will be accountable for overall sales organization performance, the profitable achievement of the sales organizations goals, aligning sales objectives with InCrowd’s business strategy, and developing a plan for a technology approach to selling. The EVP Sales must develop comprehensive product knowledge essential to this role and build confidence with customers by demonstrating a thorough understanding of InCrowd’s business and overall market.

Extensive experience required in setting strategy and managing teams to develop go-to-market approaches, negotiating agreements and contracts with a goal of becoming a trusted advisor to the InCrowd customer base.

Direct reporting staff members include SVP Sales, Director of Sales Operations, and Inside Sales Manager. In addition, there are several existing and to-be-hired individual sales executives responsible for direct sales into the enterprise.

RESPONSIBILITIES:

Aligning the sales organization’s objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning and budgeting, and regular meetings both formal and informal with the board of directors both as a group and one on one

Responsible for all aspects of the sales function including inside and outside sales, sales operations and partnership development. Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options
Driving “land and expand” sales strategy through detailed account management and other tactics
Developing global sales approach, leveraging technology as key to expansion internationally

Exploring business model and pricing innovations
Developing annual sales plans to fulfill the growth goals of the organization
Strategically approaching the sales process so that maximum sales volume for InCrowd’s product and services are met
Member of the senior management team for strategic planning and overall company management

Identifying product improvements or new products by remaining current on industry trends, market activities, and competitors

Maintaining quality of service by establishing and enforcing organization standards
Prioritizing sales resource planning to balance InCrowd revenue goals with staff and customer requirements
Championing the recruiting, selecting, onboarding, training, coaching and disciplining of the sales team
Fostering a success-oriented and accountable sales environment that is metrics driven

Retaining and increasing gross margins, while at the same time controlling/reducing cost of sales

SKILLS REQUIRED:

Strategic and analytic thinker
Ability to analyze complex markets and open new potential channels
C-level selling skills with history of closing multi-million dollar deals in Life Science
Excellent interpersonal and management skills
Prior success with strategic account management and enterprise level sales

IDEAL CANDIDATE PROFILE:

A summary of key competencies required to be successful in this EVP Sales/Chief Sales Officer role include the following:

FUNCTIONAL
- Functional VP career history in sales, marketing & business development
- Sales rolodex in pharma/large biotech
- Selling larger ticket, more strategic & complex cross- divisional enterprise customer solutions
- Optimizing direct (inside & outside) sales structures
- business & product strategy leadership
- Strong experience in sales channel partner program creation/management both US and international
- multi-functional budget creation & management focused on driving gross margin and optimizing cost of sales
- track record of hiring successful sales producers with SaaS value prop selling experience
- strong sales team management, with rigor around CRM integrity, pipeline management
- B2B SaaS software selling experience
- Experience selling tech-enabled market research/insights solutions
- Success at "crossing chasm," building from one customer segment to multiple adjacents

INDUSTRY B2B enterprise SaaS software
- Market research/insights (e.g. Medefield)
- Analytics/business intelligence software (e.g. Veeva)
- Healthcare industry management consulting (e.g. Navigant, Health Advances, Tapestry Networks, Verisk, Oliver Wyman, LEK)
- Non-healthcare-exclusive consulting with healthcare as one of several vertical practice areas (e.g. BCG, Bain, etc.)

CORPORATE STAGE
- Growth and harvest Partner mapping & Development
- Scaling while Doing more with less
- Working with board of Directors/Advisors comprised of Founders
- working with investor-backed businesses (VC/PE)
- Sales growth from $5—> $50M+

GEOGRAPHIC
- MA-based commutable to City of Boston

GENERAL:

Finally, this individual should have as many as possible of the traits required to succeed in this leadership position:

High levels of intelligence, analytical strength and conceptual ability.
The ability, and willingness, to set and communicate demanding standards for professional staff and to hold people accountable for their performance; at the same time, sensitivity to, and insight into individuals’ capabilities and development needs, and the combination of firmness and likability that all good leaders possess.
Decisiveness when necessary, coupled with a willingness to seek input and build consensus as much as possible.
Unquestioned honesty and integrity; also, loyalty to colleagues and to the organization, and the ability to inspire loyalty. This person should have the ability to identify and focus on the Company’s best interests, rather than the agenda of any individual or group within the firm.
A very high level of energy and commitment, combined with enthusiasm and a positive attitude.
Excellent writing and speaking skills; this individual must be able to communicate complex ideas and information clearly and concisely.
Outstanding planning and organization skills.
Good strategic instincts and long-term vision; the ability to address both big-picture issues and detailed, day-to-day management concerns.
In general, the business and personal skills, and the absolute commitment required to make a major contribution to The Company during the coming years.
Attention to detail required to deliver consistently accurate data, information and reporting on time and on budget
A sense of ownership, not just of his or her own work, or that of their department, but a sense of ownership for the company as a whole.
Work ethic required to do what it takes to get the job done, and invest the time required to deliver on key responsibilities in a timely fashion

Ideal Candidate Profile

The diagram below illustrates a comprehensive intersection of competencies critical in the EVP Sales position:

InCrowd CRO competencies heat map

Team

The InCrowd team currently numbers approximately 60, with plans for significant growth in 2016.

Financial Backing

InCrowd is investor-backed, with Nauta Capital, The 1636 Group, and Launchpad Ventures as key stakeholders.

Compensation

Compensation is competitive with the position’s requirements. In a performance-based environment, this will include base salary, bonus structure based on corporate qualitative and quantitative strategic KPIs, and a stakeholder position in the company.